Prioritise by commercial relevance and the agreed next step, not by the order contacts were scanned. A simple internal score adds account fit, need, timing, role and next-step commitment. Treat the tiers and timings as a configurable starting point, not a universal standard.
After a busy event the list is long and attention is short. Prioritising means deciding in advance who gets a personal message today and who gets a useful email next week.
A simple follow-up priority score
Score each dimension on a small scale your team agrees, for example 0 to 3. This is a configurable framework, not a universal scoring standard. For lead scoring models, see the Lead Qualification and Scoring Guide.
Account fit
- Does the company match the accounts you want?
Need
- Did they describe a problem you solve?
Timing
- Is there a project, budget or date?
Role
- Do they influence or make the decision?
Next-step commitment
- Did they agree to a call, demo or resource?
Keep it light
Five questions per contact is enough. If scoring takes longer than writing the message, simplify it.
Reference
Example priority tiers
Some industry guidance recommends same-day or 24-hour contact for high-intent leads, with broader follow-up within 24 to 48 hours. Treat these as operational standards you can adapt, not rules.
| Tier | Who | First action | Example window |
|---|---|---|---|
| Tier 1 | Asked for a demo or pricing, or agreed a next step | Personal message or call | Same day to 24 hours |
| Tier 2 | Good fit, timing unclear | Personalised email with a relevant resource | 24 to 48 hours |
| Tier 3 | Early stage or low intent | One helpful email, then nurture | Within the first week |
| Tier 4 | Partners, vendors, media or students | Route to the right owner | As the owner decides |
The existing post Prioritise leads after an event goes deeper on the thinking.
Worksheet
Worksheet: contact prioritisation scorecard
| Contact and company | |
| Account fit | |
| Need | |
| Timing | |
| Role | |
| Next-step commitment | |
| Total and tier |
Frequently asked questions
How do you prioritise event leads?
Score each contact on account fit, need, timing, role and next-step commitment, then group them into tiers so the most relevant people receive attention first.
How soon should high-intent event leads be contacted?
Many teams aim for the same day or within 24 hours for high-intent contacts and 24 to 48 hours for the broader list. Treat these as operating standards, not guarantees.
What if you have hundreds of event contacts?
Prioritise first, then send tiered messages. Give a few contacts personal attention and use helpful, relevant sequences for the rest instead of treating everyone the same.